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Samurai Sales Training – Handling Difficult Situations in the Sales Process

January 11, 2012 · 1 Comment 

There you are. In the midst of what seems to be a positive sales presentation. Then out of the proverbial blue, comes a totally unexpected, off point question or statement. You fumble for the right words to answer the question and return to a positive presentation. What do you do? WHAT DO YOU DO? The Samurai, when in an inferior or defensive position, turned a positive into a negative. In a sales situation, it is conversational Jujitsu. Under the guidance of Sensei Robert Lambert, of the Samurai Business Group, we learned... [Read the full story]

Samurai Sales Training – Prospecting: Do You Have a Plan?

November 29, 2011 · Leave a Comment 

Let’s be honest. No one really enjoys prospecting. But to build a successful business or practice, you need clients. You need a continuous flow of clients. And to have this flow, you need to build the prospect pipeline and a disciplined tracking system. Out of college you were a trained an attorney, creative, engineer, accountant, etc. Trained to create, engineer, account or do law stuff. Not trained to sell. You joined a firm, agency or company. They had business development team (sales people). All you had to do was... [Read the full story]

Samurai Sales Training – Are You Disciplined to Succeed?

November 21, 2011 · Leave a Comment 

DISCIPLINE Mirriam-Webster defines discipline as a noun, “training that corrects, molds, or perfects the mental faculties or moral character: orderly or prescribed conduct or pattern of behavior: self-control.” As a verb, “to train or develop by instruction and exercise especially in self-control.” Self Discipline, “correction or regulation of oneself for the sake of improvement.” Warrior Views wrote in an article discussing the Samurai, “The Samurai conduct all their day-to-day activities with a high level... [Read the full story]

Samurai Sales Training – Prospecting: Do You Have a Plan?

November 29, 2011 · Leave a Comment 

Let’s be honest. No one really enjoys prospecting. But to build a successful business or practice, you need clients. You need a continuous flow of clients. And to have this flow, you need to build the prospect pipeline and a disciplined tracking system. Out of college you were a trained an attorney, creative, engineer, accountant, etc. Trained to create, engineer, account or do law stuff. Not trained to sell. You joined a firm, agency or company. They had business development team (sales people). All you had to do was... [Read the full story]